Fashion Merchandising 5.02 Review

Jeff bought a new, designer suit because of how he feels while wearing it. Which buying motive does he experience?

• Emotional

• Impulse

• Patronage

• Rational

Michelle always read the small pieces of ribbon or cloth that are permanently attached to the inside of garments that she purchases. Which item is she reading?

• Hanger loops

• Hangtags

• Labels

• Packaging

Angelo bought water-repellent pants, which will need minimal care. Which rational buying motive is he experiencing?

• Ambition

• Durability

• Fear

• Love

Adam explained that he likes the khaki slacks, but since they have to be dry-cleaned, he hesitates to purchase them. The salesperson shares that the slacks are made with microfiber, which can be machine washed. Which technique for handling objections did the salesperson use?

• Demonstration

• Direct denial

• Question

• Third party

George helps Rob select two men's dress shirts. After Rob decides to purchase the shirts, George shows him matching ties. George is trying to increase the sale by using which feature?

• Add-ons

• More-than-one selling

• Special offers

• Trading up

Lisa works for Neiman Marcus, a large upscale department store. Customers make appointments with Lisa to tell her of their needs and preferences. She provides a high level of individualized attention to her customers and often pulls together their entire season's wardrobe. Lisa is performing which role?

• Personal shopper

• Sales associate

• Sales clerk

• Stock associate

An effective sales approach begins within:

• 30 seconds

• 45 seconds

• 1 minute

• 5 minutes

Juan is helping a customer with a purchase. The customer cannot decide which item to buy. At this point, Juan's best course of action to help his customer reach a buying decision would be to:

• show the customer more new merchandise

• stop showing additional items

• demonstrate another product

• use the standing-room-only close

An example of the greeting approach used in the retail selling process is:

• Good afternoon, Ms. Edwards.

• May I help you find a certain size?

• We have a great selection of leather handbags.

• Which sweater do you like best?

David receives compensation based on the percentage of the dollar amount of his sales. David should receive which consideration?

• Commission

• Overtime

• Salary

• Wages